One of the biggest mistakes you can make when talking to a prospective customer is not getting to the point fast. I understand that for some of your sales it seems like a dirty thing to do, but it doesn’t have to be.
When you’re talking to the right client, and you’re offering something that can actually help it’s just the opposite. Your customers Will eventually come back and thank you for selling them your products. The Thing is, you need to make sure that you’re talking to the right person. Otherwise, you’re wasting your time and his.
How to qualify a lead?
First, let’s explain what qualifying is. You want to make sure the person you’re talking to is looking for a solution you can provide. The second thing is, you want to make sure he’s in a position to make a decision.
How do you know if you can provide a solution?
Simply ask questions. Find out exactly what your prospect is looking for. Find out what he tried in the past. What worked and what didn’t work. And most importantly, what brought him to you?
Asking these questions well allow your client to focus on what he’s really looking for. The reason you need him to focus is for him to make a decision when it’s time to close. Most people just walk around the world looking around and not making up their minds. You can’t have that when you’re trying to close a sale.
How do you know if your prospect is In the position to make a decision?
You ask direct closing questions. For instance, if you’re an insurance salesman and your client has other offers. Just ask, if I can provide you with better coverage for a lower price, will we do business?
There’s only one answer to this question, yes. If you offer somebody more than he’s getting for a lower price, there’s no reason in the world for him to say no. The only person who would not give you a direct answer of yes is a person that cannot make a decision.
There could be many reasons why he can’t make a decision. He might need to talk to his wife, he might need to check his finances. Bottom line, that doesn’t matter when you’re making a sale.
If a client can’t make up his mind. Or is not in a position to make up his mind. Closing him will take too much time, and he will inevitably ask for a refund.
I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.